Sales Strategy

Join Deb as she interviews Sales Legend Jeffrey Gitomer!
Gitomer - Defined (git-o-mer) n. 1. a creative, on-the-edge, writer and speaker whose expertise in sales, customer loyalty, and personal development is world renowned. 2. known for presentations, seminars and keynote addresses that are funny, insightful, and in your face. 3. real world. 4. off the wall. 5. on the money. 6. gives audiences information they can take out in the street one minute after the seminar is over and turn it into money. He is the ruling King of Sales. See also: salesman.

AUTHOR. Jeffrey Gitomer is the author of The New York Times bestsellers TheSales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude.

Most of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, The Little Red Book of Sales Answers, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching!, The Little Teal Book of Trust, Social BOOM!, The Little Book of Leadership, and the 21.5 Unbreakable Laws of Selling. Jeffrey’s books have appeared on major best-seller lists more than 500 times and have sold millions of copies worldwide.

OVER 75 PRESENTATIONS A YEAR. Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and virtual training programs on selling, YES! Attitude, trust, customer loyalty, and personal development.

Are You Looking for…Higher Quality Leads / Referrals, More Motivated Customers, Increased Deal Velocity or Improved Close Ratios? Then, You should consider how your Social Evidence is working for You or not. This webinar will explore the power of Social Evidence and how to leverage it for your business.

As intimidating as cold calling can be, it’s a powerful sales tool with predictable and measurable results. And if hang-ups are the rule rather than the exception for you, we’ve got some tips to help you out.

"When you’re looking for new potential clients, there should only be one goal in mind: moving these prospects through the sales funnel until they eventually convert into revenue-generating customers. But how do you ensure you’re maximizing your sales prospecting efforts?

We recently teamed up with our friends at Reply.io to share 4 Tips for Better Sales Prospecting."

Why not see for yourself how Workbooks helps one of it's customers in the manufacturing industry

Join sales management expert Steven Rosen and his guest sales management expert Ken Thorson for no hold barred fire side chat sharing their insights on the most challenging issues facing sales managers today.

No powperpoint, no videos, just open and frank discussion.

Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.

It is getting harder to close large enterprise deals. It’s not as easy as it used to be, and it requires sales and company leadership to become involved. Without doing the salesperson’s job, what is your role as a sales or company leader in closing these complex sales?

For Account Executives, Business Owners, or Service Providers, there are dozens of books, blogs, and podcasts that promise to help you increase sales results. But what do YOU need to focus on to improve? In this session, we’ll break down the 5 key areas to focus for personal growth and sales success!

With today’s overwhelming marketplace of vendors, trying to find one solution is like trying to find a needle in a haystack. Several different moving parts, multiple contracts and overlapping end dates, and a constantly changing landscape – if only you could stitch them all together.

What if there was a platform that’s already done that for you? Tune in with Nick Ezzo, VP of Demand Gen at Sage Intacct along with Srihari Kumar, Chief Commercial Officer at 6sense, as they discuss the benefits of consolidating your marketing tech stack from several point solutions into one, and the value brought to the table in working with one integrated, consolidated platform.

Webinar: The Coming Wave of Martech Consolidation
Date: June 27th, 2018
Time: 10am - 10:45am PDT

One platform designed to drive more qualified pipeline, increase ACVs, shorten deal duration and close more deals? Sounds like you might have found that needle.

Many organisations struggle to efficiently manage their contracts from negotiation to completion, resulting in poor visibility, decreased compliance and control, higher risk and slow completion cycles. As a business-critical process, not only from a risk but also a revenue perspective, if your business hasn’t considered contract management as a high priority, now is the time.

This webinar will discuss the need to re-evaluate your Contract Lifecycle Management practices in light of the need for digital transformation, outlining the value of CLM technology and highlighting the key capabilities of a strong CLM suite.

Why not see for yourself how Workbooks helps one of its customers

What’s the single best thing to improve your win-rates? The answer is better discovery.

In this webinar, Mike Kunkle shares a framework that will enable your sales force to understand your customers better than ever before, to build a compelling case for change and deliver what our buyers value.

Is your sale complex?
Are there multiple buying influences and long sales cycles?
Are these deals getting more complex and harder to close?

If you have a B2B complex sale, there are 8 elements you need to be aware of to help you shorten your sales cycle.

Relationships are hard, even when it comes to B2B sales for subscription businesses. But as challenging as it may be, it’s not impossible, even with sales evolving more and more into relationship management.

G2 Crowd’s Senior Vice President of Sales, Olivier L'Abbé, joins us to discuss the keys to building a rock star relationship team across all go to market functions, and why transparency and honesty are the foundations of successful sales, marketing, and customer success organizations. Register today to learn more about:

•Why curiosity is one of the most important traits in building a relationship team
•How to better personalize your outreach to increase engagement with target accounts
•How their team improved demo conversion rates with prospects using video

Presenters:
Senior Vice President of Sales, G2 Crowd - Olivier L'Abbé
Director of Demand Generation, ProsperWorks - Harvey Rañola

Let’s push past the hype and the BS and look at the facts: Artificial intelligence has evolved to the point where any sales organization that leverages AI will see measurable improvements in customer engagement, LTV, and overall sales.

AI can take on the simplest tasks, like automation of admin work such as activity logging, flagging high-priority emails, and managing contacts in your CRM. It can swiftly and accurately sift through leads, deals, and accounts to identify what’s actually worth your time, and dynamically identify which leads are ready to convert. It’ll help you ditch the sandbagging with accurate quarterly forecasting — and more.

To learn more about how to sell smarter, harder, and more with AI, how to seamlessly integrate the technology into your organization, and to learn of real-world results from leading brands, don’t miss this VB Live event!

Register now for free!

Attend this webinar and learn:
* AI fact versus fiction when it comes to sales
* How to build a data- and AI-friendly sales organization
* How leading brands build real results and how they do it
* Which AI tools actually bring results and which are still in development
* What's next for AI and sales?

Speakers:
* Rick Winslow, VP, Head of Digital Innovation & Transformation, Capital One Commercial Banking
* Jenny Lin, Data Scientist, Yelp
* Ksenia Kouchnirenko, Head of Business Systems, SurveyMonkey
* Marlene Jia, COO & CoFounder, TopBots
* Rachael Brownell, Moderator, VentureBeat

Sponsored by Drift

See LIVE how to transform a mediocre value prop into one that will get buyers’ attention. Too often marketing has one version, and sales must generate their own that is conversation-relevant. Result: a confusing and fractured message. See the BEFORE, DURING and AFTER of a real value prop transformation.

See how Workbooks can we help you acquire, convert and retain customers.

If you sell or market a B2B technology product or service, you’re accustomed to developing call scripts or marketing collateral that highlights how you solve the pain points of a competing technology, or enhance the functionality of a complementary solution. However, all the work you’ve invested in crafting that refined message gets lost if you’re not delivering it to the people that would benefit from your offering the most.

In this webinar, we’ll show you how to get your message to the right audience by enriching your Salesforce accounts with comprehensive technology installation data (technographics). Through real use cases from our customer, Tegile, a Western Digital brand, you’ll not only see how easy this is to do, but also understand how effective it can be. In brief, here’s what we’ll cover:

- How Tegile, a Western Digital brand, is using technographic data to deliver personalized content for their ABM programs, develop custom product pitches for their SDRs, choose the right channel partners their accounts, and conduct strategic target market assessments.

- A brief overview of Salesforce’s new Lightning Data app platform and how you can use it to quickly enrich your Salesforce accounts with trusted third-party data

- An introduction to technographic data and how easy it is to add to your Salesforce accounts using our HG Data for Salesforce app

Join sales management expert Steven Rosen and his guest sales expert Tibor Shanto for a no holds barred fire side chat sharing their insights on the most challenging issues facing sales managers today.

No powperpoint, no videos, just open and frank discussion.

Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.

Too often we fold like a house of cards and give away margin during negotiation because we’ve not prepared for this part of the deal. Or, the entire sales process circles around price, terms, and negotiation like the earth revolves around the sun.
So, how do you set yourself up for negotiation that is truly win-win? In this session, you’ll learn six ways to more profitably negotiate.

There are a lot of demands on a sales manager, but only 3 areas where a sales manager should be spending 75% of their time. In this session you will learn which 3 competencies are crucial, what is involved in each, and how they impact the team.

The world around us is transforming requiring Sales to transform. Whether you’re a seasoned sales professional, or new to the world of sales, learn how companies are transforming their sales organizations:

- Establishing deep understandings of your customers
- Focusing on business outcomes and value
- Articulating financial impact around your offering
- Having “conversations” instead of presentations
- … and much more

Why attend? Learn how doing a handful of things differently can have a huge impact on your sales success, and your customer's business.

About the presenters:
Bill Gusmano is the General Manager, Americas for Quadmark. Bill is an accomplished professional with over 25 years experience in Channel and Direct Sales Management, GTM Strategy and Solution development. Bill has expertise in the delivery of IT consulting, infrastructure design and management, enterprise system integration, application development, managed services, and outsourcing/off-shoring. He has held senior positions in Sales, Professional Services, Alliance Management, Strategy and Market Development, at CM-NYC, MicroAge, Pinacor, Omnitech (now CIBER), Keane, and CA.  

Eric Doyle is a Sr. Consultant who engages companies of all sizes in the development of sales and marketing strategies to accelerate revenue growth and brand awareness. With 30+ years of working for and with companies like Intel, Hewlett Packard, Dell, Microsoft, VMWare and others, Eric has extensive experience in all verticals with an emphasis in Financial Services and Public Sector. A natural story teller, Eric understands how to communicate business value through the application and use of technology.

Whether you’re establishing a new sales enablement function or upgrading your current approach, join sales enablement expert Mike Kunkle for this webinar to hear:
How sales enablement should be defined
The foundational building blocks that will lead to success
Services to consider offering
How to perpetuate success with systems thinking

Mistakes are a natural part of business and yet we don’t always deal with them very well. Please join us to:
Get more comfortable with mistakes
How to move past them
How to learn from them
…..and be even more successful in sales because of them.

Want to solve the mystery of Sales Forecasting? It's actually not a secret. There are major keys that Sales Leaders and Salespeople miss in all the weekly/monthly sales commotion. We'll lock down on best-practices and ways to assure forecasting accuracy and avoid common errors and misconceptions. Let's nail your forecast!